Over the past 100 years, IBMers all over the globe have helped make the world work better and smarter. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things: Changing how we create, collaborate, analyze and engage. From transforming healthcare to improving the retail shopping experience – it’s what IBMers do. As we tackle the world’s biggest challenges, our company continues to grow, we’re looking for talented professionals to join us in this new era.Join us and be part of a diverse and global team of thinkers and doers - people who want to make an impact, cultivate their expertise and collaborate with some of the world’s top business and technology professionals. IBM is looking for GSI Sales Leader to provide business leadership to GSIs to maximize SI Driven OI, Solution Creation and Solution Deployment around IBM offerings within the assigned Territory - SW & HW.The successful candidate will own GSI influence and Channel revenue targets & Timely reporting;
Communicate & Execute IBM strategies along with BU's to address selected Market Opportunities via Joint Solutions, utilising the Business Development Funds.
Simplify & Manage many aspects of IBM organization in front of the GSI to maximize sales and help deliver Client Value using New Acquisition's and new business models (MSP, Cloud, SaaS) etc..
Address Channel Conflict , ensure strong BCG compliance and maximise Joint success.
Skills:Environment:Professional knowledge of function, business unit or country operations. Understand organizational resources, priorities, needs and policies. Communication/Negotiation:Guide other professionals. Adapt communications and approaches to conclude negotiations with various partners, resulting in common agreements. Problem Solving:Analyze complex/new situations, anticipate potential problems and future trends, assess opportunities, impacts, and risks. Develop and implement solutions. Contribution/Leadership:Leads multi-functional teams, or conducts special projects, or manages department(s) (national or international). Has vision of functional or unit mission. Influences people and organizations, including executive management, when issues are complex/difficult and require considerable diplomacy. Considerable latitude in responsibilities to define and decide on tools, processes, priorities and resources following general business unit directives. Recognized as an expert in their field. Often no precedent exists. Impact on Business/Scope:Accountable for projects or programs involving multi- functional, country-wide or regional teams. Responsible for overall functional program success. Activities are subject to business measurements, impact customer satisfaction, and impact functional, business unit, or country costs or expenses.
At least 15 years of proven expertise in solution selling , involving Enterprise level Software, preferably consultative selling.
Understanding of latest trends in the Industry covering Cloud, Analytics and Security.
Excellent communication skills and the ability to connect to C Level execs .
Proven expertise in Strategy , consulting and product sales.
Exposure to large transformation projects involving Infrastructure , software and services. Experience in IT Services industry will be an added advantage.
At least 6 years of proven experience in handling IBM / Oracle / MS or competitive projects .
Exposure to Industry focussed solutions , ex. Retail, Telco, BFSI and Government Etc. ( At least two verticals ).
Understanding of latest IBM Software and HW strategies .
Experience in working with Business partners / Systems Integrators , managing Alliances with OEM vendors.
Understanding of SaaS Solutions, High performance computing solutions involving HW & Software.